Producers eSource Insurance Selling Tips & News
The Insurance Agent's Resource
As a marketing speaker and marketing coach, my clients often ask me for advice on sales. Naturally, this makes a ton of sense because the MORE and BETTER marketing you do, the FASTER and EASIER your sales process becomes. BUT... Nothing frustrates me more than when my clients DO a lot of the great marketing we work on together ONLY TO BLOW IT during the sales process! So... don't let this happen to YOU. Let's talk about what you need to close the deal: the steps you need to get … [Read more...]
If you have questions about networking strategies, generating more referrals, and how to make better connections with your clients, prospects, (or your left hook!), just let me know and you too could be a part of Ringside with Michael! Here are some questions recently asked by agents (top producers, mind you!). And I’ll weigh in! How can I leverage my clients to network? You must simply ask. “I pride myself on my business relationships. Would you be open to networking and seeing how … [Read more...]
If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions I use for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep you are. So, what is the most effective way to sell a pencil? Well, first let’s look at how most sales reps go about doing it. When I’m interviewing sales reps I love using this … [Read more...]
A few months ago, I decided it was time to move forward with a significant home improvement project. I began the process by calling several companies who had done similar work in the neighborhood. Every company was eager to send a representative who spent considerable time with me reviewing the project and gathering the information necessary to submit a proposal. All of the representatives I met with were friendly and had the expertise and experience I was looking for, and their companies had … [Read more...]
Our lives as professionals marketing our own services would be much easier if clients would simply read our sales copy and decide to hire us. But in the real world, it rarely works that way. Instead, we must have conversations with our prospects before a sale takes place -- sometimes several conversations. These selling conversations can seem difficult or intimidating, but they don't have to be. Here are four simple steps to turn conversations into paying clients. Step 1. What do you … [Read more...]
Sales trainer Mike Brooks is an inside sales expert who teaches his clients how to get in the top 20% at their company. Sound like something you're interested in? Read on! What's one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky sales rep trying … [Read more...]
Average producers are like cab drivers. Cab drivers run the meter. They … [Read More...]
Taken from Mike Steranka’s eBook – How to Gain the Unfair … [Read More...]
Today, we often want to communicate with each other in the fastest and … [Read More...]
One problem with life insurance is that as one ages, increasing mortality … [Read More...]
How do you think most people would answer the following question: “If … [Read More...]
On January 2, 2013 the American Taxpayer Relief Act (ATRA) was signed into … [Read More...]
Over the last 17 years of working in the financial services industry, … [Read More...]